Certified Digital Sales Professional

There are ten modules within this course:

1. Module One – Introduction to Digital Selling: the concept of digital selling and how it has transformed the sales process; using advanced tools and techniques to leverage sales; the differences between traditional and digital selling and the benefits of digital; key concepts and how each phase influences the next; introduction to the DMI 3i principles.
2. Module Two – Digital Research: identify market trends and influencing factors affecting customers; answer the ‘who, what, when, where and why?’ for your target market; conduct research to identify your customer persona and key targets; using social intelligence and social listening to monitor online interactions and read digital behaviour.
3. Module Three – Sales Enablement: using social media platforms and digital research to target decision makers and capture information for your CRM; using social media platforms to build trust and maximise engagement; building your brand and scaling your reputation.
4. Module Four – CRM: design and create business development campaigns; applying best practice methodologies to your sales cycle; increasing the quality of your opportunities; territory management; forecasting; reporting; CRM pipeline management; opportunity management and review.
5. Module Five – Social content: determine content for different customer types; establish tone, style and distribution of content; content creation tools and management systems; the difference between and the value of both content creation and curation; implementing a content calendar.
6. Module Six – Digital Sales Messaging: craft communications to ensure all contact is relevant; personalised and aligned with objectives; content segmentation; successful email communications; style guides and storyboarding.
7. Module Seven – Engagement: building relationships; targeting and categorising contacts; dealing with customers at each stage of the sales cycle; managing large prospects.
8. Module Eight – Social Account Management: create and maintain dialogue with customers; prioritise and filter in a multi-channel customer service environment; effective evaluation; engagement and execution; devise and implement crisis management; establish key performance metrics.
9. Module Nine – Digital Sales Leadership: transition from traditional to digital sales strategy; build a business case for digital selling; communication strategies; monitoring social footprints and KPIs.
10. Module Ten – Integration & Strategy: research, conduct and implement an effective sales strategy; identify trends and geos and top prospects; competitor analysis; forecasting and establishing targets; measure and implement the ROI of digital selling.

Successful completion of this course will prepare you to take the Digital Marketing Institute Certified Sales Professional Certificate examination*

* Vendor specific examinations may need to be organised separately. Please speak to a Course Advisor for full details.